Power and Influence in the Workplace

McGraw-Hill/Irwin McShane/Von Glinow OB 5e

Copyright 2010 by The McGraw-Hill Companies, Inc. All rights reserved.

Power, Influence & Politics in the RCMP

Royal Canadian Mounted Police (RCMP) human resources director Denise Revine and her boss Chief Superintendent Fraser Macauley, (see photo) had their careers derailed when they reported that pension funds had been misappropriated. A Canadian government report concluded the RCMP suffered from the absolute power exercised by the Commissioner.10-2

The Meaning of Power

Power is the capacity of a person, team, or organization to influence others. Potential, not actual use People have power they dont

use -- may not know they possess A perception

10-3

Power and Dependence

Person Bs countervailing power over Person A (Skill, knowledge,etc)

Person A Boss

Person As control of resource valued by Person B (Control over jobsecurity, promotion,etc)

Person B staffPerson As power over Person B

Resource desired by person B (paycheck)

Power relationship also depends on trust : the level of expectation that the more powerful party will deliver the resouces

10-4

Model of Power in Organizations

Sources of Power Legitimate Reward Coercive Expert Referent Power over others

Contingencies of Power

From the job/position

Personal characteristics10-5

Sources of PowerLegitimate

Agreement that people in certain roles can request certain behaviors of others Based on job descriptions and mutual agreement Legitimate power range (zone of indifference the range within whichpeople are willing to accept someone elses authority)

varies across national and org cultures conformity,

traditional values, high power distance, etc

10-6

Sources of PowerLegitimate Reward

Ability to control the allocation of rewards valued by others and to remove negative sanctions Operates upward as well as downward (because of 360 degreesfeedback system)

10-7

Sources of PowerLegitimate Reward Coercive

Ability to apply punishment Exists upward as well as downward Peer pressure is a form of coercive power

10-8

Sources of PowerLegitimate Reward Coercive

Expert

The capacity to influence others by possessing knowledge or skills that they value More employee expert power over companies in knowledge economy10-9

DeCourcys Trendspotting Power

Colleen DeCourcy has developed a reputation as a trendspotter, giving her considerable information power in the advertising industry. Her knowledge of the digital landscape, grounded in creativity, make her an invaluable additional to TBWA, says DeCourcys boss.

Promising or reminding of past benefits in exchange for compliance Includes negotiation and networking

10-23

Consequences of Influence Tactics

(possible reactions from receiver of influence) people oppose the behavior desired by the influencer motivated by external sources (rewards) to implement request identify with and highly motivated to implement request